Business “Lessons” Learned

1. If a business or an idea does not exist, create it. Create your own future by being open to change. As one door closes another one opens. I’ve created two businesses that did not exist since I was laid off in December of 1994. 2. Be willing to take …

Be Interested, Not Interesting

I had an interesting conversation on the phone during class the other day. This took place over the course of 20 minutes or so with the class listening in on the conversation. Here are some of the details I can recall. I called on a prospect that was entrenched with …

Answer Based Questioning

Have you ever begun to think to yourself while you are on the phone speaking with a prospect, “What am I going to say next?” Try this approach. Base your next question upon their answer. First, listening to what someone is saying (especially a prospect) is the polite thing to …

A Few Do’s and Dont’s

DO match and mirror the speed, tone and volume of the other person’s voice. DON’T speak in a monotone. DO call for a specific reason such as to provide some information of value. DON’T call just to check in. DO go the prospect’s web site first to see if they …

Author: Ron S. LaVine